LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Single Answer
Question
The demand for industrial goods is :-
Correct Answer
Derived demand
Your Answer
Need of the customer
Select The Blank
Question
In customer market a ________ price increase will shrink demand.
Correct Answer
Higher
Your Answer
Small
Multiple Choice Single Answer
Question
A broad and definitive statement that covers an organization’s purpose, values and distinctive competencies is called :-
Correct Answer
Mission
Your Answer
Mission
Multiple Choice Single Answer
Question
Large industrial companies realize substantial cost savings is by having:-
Correct Answer
Centralized purchasing
Your Answer
Decentralized purchasing
Select The Blank
Question
The manufacturer of individual product can take customers away from competitor's by ________ efforts.
Correct Answer
Promotional
Your Answer
Promotional
Multiple Choice Multiple Answer
Question
Industries constitute an important basis for market segmentation for companies doing business in :-
Correct Answer
Computers , Software , Office equipment
Your Answer
Computers , Software , Office equipment
Multiple Choice Single Answer
Question
Prospecting is essential to ensure future sources of :-
Correct Answer
Sales revenue
Your Answer
Sales revenue
Multiple Choice Multiple Answer
Question
By reducing price, industrial marketers can :-
Correct Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Your Answer
Increase his share of the market , Enlarge the total market , Can substantially decrease end product price
Multiple Choice Single Answer
Question
Strengths and weaknesses of a firm can be derived through :-
Correct Answer
An internal environment analysis
Your Answer
An internal environment analysis
Multiple Choice Multiple Answer
Question
Service rating is judged by following factors :-
Correct Answer
Self interest , Promptness , Speed
Your Answer
Promptness , Speed , Delegation
Multiple Choice Single Answer
Question
Manufacturer & customer in industrial marketing are affected by :-
Correct Answer
Change in technology
Your Answer
Policies of Govt.
True/False
Question
Outsiders like technical consultants can play a key role in the purchase process of a large buying organization.
Correct Answer
True
Your Answer
True
Select The Blank
Question
The sales of standard industrial products are generally carried out through ________.
Correct Answer
Direct channel and middlemen
Your Answer
Direct channel and middlemen
Multiple Choice Single Answer
Question
A competitor while selling, may not be aware of his :-
Correct Answer
Overhead costs
Your Answer
Direct costs
Select The Blank
Question
An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.
Correct Answer
Fewer
Your Answer
Domestic
Multiple Choice Multiple Answer
Question
Internal public includes :-
Correct Answer
Top management , Factory workers , Senior Managers
Your Answer
Top management , Factory workers , Senior Managers
Select The Blank
Question
A first approximation of ________ benefit analysis is necessary before a detailed segmentation analysis.
Correct Answer
Cost
Your Answer
Price
Match The Following
Question
Correct Answer
Your Answer
Compressors
Manufacturer
Manufacturer
Electric lift maintenance
Service firm
Service firm
Steel hardware
Whole seller/retailer
Distributor
Air-conditioners
Distributor
Manufacturers’ representatives
Multiple Choice Multiple Answer
Question
During discussions, sales people handle issues such as :-
Correct Answer
Delivery schedule , Pricing , After Sales Service
Your Answer
Delivery schedule , Pricing , After Sales Service
Multiple Choice Single Answer
Question
The generic need which the company will seek to satisfy, stated by top management is called:-
Correct Answer
Mission
Your Answer
Mission
Select The Blank
Question
Competitor, who enter late in the market, must apply part of their cash inflow to the amortization of their own ________ cost.
Correct Answer
Development
Your Answer
Promotion
Select The Blank
Question
When purchase of industrial equipment is involved, the stage between manufacture and dispatch of goods is called ________.
Correct Answer
Inspection
Your Answer
Inspection
Multiple Choice Single Answer
Question
Many overseas companies are attracted to India for setting up manufacturing operations for industrial products on account of :-
Correct Answer
Cost competitiveness
Your Answer
Cost competitiveness
Select The Blank
Question
Supply chain management is one of the tools used by modern companies to achieve ________.
Correct Answer
High productivity improvement and efficiency
Your Answer
High productivity improvement and efficiency
Multiple Choice Multiple Answer
Question
Structured surveys are used to measure :-
Correct Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Your Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Multiple Choice Single Answer
Question
The first step in the process of selling is :-
Correct Answer
Identifying prospects
Your Answer
Identifying prospects
Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer
Engine , Gear box , Clutch
Your Answer
Engine , Gear box , Clutch
True/False
Question
Demand for many industrial product is elastic.
Correct Answer
False
Your Answer
True
Match The Following
Question
Correct Answer
Your Answer
Sales department
To reduce cost of sales by 5% within one year
Increase profits for FY in Q3 and Q4
Industrial marketing department
Increase profits for FY in Q3 and Q4
Recruit new employees
Industrial marketing research department
Conduct survey for customer feedback on new product
Conduct survey for customer feedback on new product
Industrial marketing services department
Obtain service revenue from post-sales services in one market segment
Obtain service revenue from post-sales services in one market segment
True/False
Question
Sales forecast is the estimate of a Co's expected sales in a given time period.
Correct Answer
True
Your Answer
True
Select The Blank
Question
Industrial force should be ________ to market conditions.
Correct Answer
Responsive
Your Answer
Responsive
Multiple Choice Multiple Answer
Question
The legal framework is related to existing :-
Correct Answer
Business laws , Civil rights , Labour laws
Your Answer
Business laws , Civil rights , Labour laws
True/False
Question
A repeat purchase decision will generally involve changes in product specifications from earlier supplies.
Correct Answer
False
Your Answer
False
True/False
Question
Tariffs & quotas are used by the Govt. to protect indigenous business from foreign competition.
Correct Answer
True
Your Answer
True
True/False
Question
Personal selling is a powerful tool in industrial product selling.
Correct Answer
True
Your Answer
True
True/False
Question
A lower price will stimulate demand for industrial products.
Correct Answer
False
Your Answer
True
Multiple Choice Multiple Answer
Question
Assured consistency of the quality can have important benefits for the buyer-user like :-
Correct Answer
Inspection at incoming end , Save inventory cost , Stocking time
Your Answer
Inspection at incoming end , Less headache
Multiple Choice Single Answer
Question
A sales presentation is made to provide prospective customers with sufficient information on the firm's :-
Correct Answer
Product
Your Answer
Product
Select The Blank
Question
The effectiveness of the advertising program is reflected by the ________ in the state of awareness.
Correct Answer
Differences
Your Answer
Differences
Select The Blank
Question
Many food processing firms prefer to take on ________ the processing plants for their use during the peak season.
Correct Answer
Lease
Your Answer
Hire
Multiple Choice Single Answer
Question
The type of demand that characterizes industrial products is called :-
Correct Answer
Derived demand
Your Answer
Derived demand
True/False
Question
Hydraulic equipments are handled by general line industries.
Correct Answer
False
Your Answer
False
Multiple Choice Multiple Answer
Question
Industrial marketers have a choice of structural arrangement like :-
Correct Answer
Direct to users , Indirect to users , Mixed structure
Your Answer
Direct to users , Indirect to users , Mixed structure
True/False
Question
Bill to vendor' & 'Absorbed by buyer' are the two possibilities under rework.
Correct Answer
True
Your Answer
True
True/False
Question
To get market feedback in industrial marketing marketing research is conducted frequently.
Correct Answer
False
Your Answer
True
Multiple Choice Single Answer
Question
Fundamental skill requirement for closing a sale is :-
Correct Answer
Application of psychology
Your Answer
Application of psychology
Multiple Choice Multiple Answer
Question
For industrial marketing, type of channel members needed would depend on :-
Correct Answer
Market coverage , Marketing cost , Marketing control
Your Answer
Market coverage , Marketing cost , Marketing control
Showing posts with label Industrial Marketing. Show all posts
Showing posts with label Industrial Marketing. Show all posts
Tuesday, May 6, 2008
Industrial Marketing - 2
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
True/False
Question
An organization that is structured to serve the customer is the most optimally designed organizational structure.
Correct Answer
True
Your Answer
True
Multiple Choice Multiple Answer
Question
Profitability of any potential segment is measured by following criteria:-
Correct Answer
Market share , Market growth , Image
Your Answer
Market growth , Image , Market share
Multiple Choice Single Answer
Question
A broad and definitive statement that covers an organization’s purpose, values and distinctive competencies is called :-
Correct Answer
Mission
Your Answer
Mission
Match The Following
Question
Correct Answer
Your Answer
Mission statement
Corporate culture
Corporate culture
Target market
Right product
Right product
Cost reduction program
Price adjustment
Price adjustment
Promotion mix
Trade shows
Trade shows
True/False
Question
Public interest groups limit the freedom of suppliers & buyers.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
An alternative term used for industrial marketing is :-
Correct Answer
B2B marketing
Your Answer
B2B marketing
Multiple Choice Multiple Answer
Question
Services of trained experts is required for :-
Correct Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Your Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Select The Blank
Question
Computer systems help in the ________ of the findings of the research project.
Correct Answer
Presentation
Your Answer
Presentation
Multiple Choice Single Answer
Question
One example of operating supplies is:
Correct Answer
Paints and varnishes
Your Answer
Personal computers
True/False
Question
Most of public institutions prefer buying as per legal constraints.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
Direct costs are also referred to as :-
Correct Answer
Operating costs
Your Answer
Operating costs
Multiple Choice Single Answer
Question
Strengths and weaknesses of a firm can be derived through :-
Correct Answer
An internal environment analysis
Your Answer
An internal environment analysis
Select The Blank
Question
________ is the alternate name given to marketing research.
Correct Answer
Marketing intelligence
Your Answer
Marketing intelligence
Select The Blank
Question
Marketing research is used for making ________ projections.
Correct Answer
Sales
Your Answer
Sales
True/False
Question
The IT and BPO service industries in India are showing lower rates of growth compared to other industry sectors.
Correct Answer
False
Your Answer
False
True/False
Question
Service is one of the variables of vendor rating system.
Correct Answer
True
Your Answer
True
Multiple Choice Multiple Answer
Question
The common service requirements of Industrial buyers are :-
Correct Answer
Technical , Replacement parts , Delivery
Your Answer
Technical , Replacement parts , Delivery
Multiple Choice Single Answer
Question
The first step in managing the industrial product marketing system is :-
Correct Answer
Identifying the needs of customers
Your Answer
Identifying the needs of customers
Select The Blank
Question
A relative ________ product life span is a favourable condition for charging high price.
Correct Answer
Short
Your Answer
Short
Multiple Choice Single Answer
Question
Making an assessment of the competitors’ strengths and weakness is called :-
Correct Answer
Competitive position analysis
Your Answer
Competitive position analysis
Select The Blank
Question
The fundamental aspect of industrial marketing is that it addresses the needs and wants of ________.
Correct Answer
Business organizations
Your Answer
Business organizations
Multiple Choice Single Answer
Question
Factors affecting industrial pricing are :-
Correct Answer
Type of competition
Your Answer
Type of competition
True/False
Question
Use of IT tools like enterprise resource planning is helping industrial firms to improve productivity and efficiency.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
Funds spent on R & D to bring a new product into the market are :-
Correct Answer
Sunk Costs
Your Answer
Sunk Costs
Multiple Choice Single Answer
Question
Periodic analysis of an industrial buyer’s operations and purchase systems is necessary to :-
Correct Answer
Understand the changes in buy practices
Your Answer
Understand the changes in buy practices
Match The Following
Question
Correct Answer
Your Answer
Freight Equalization
Base Point
Base Point
Consumer Goods
Advertising & sales promotion
Advertising & sales promotion
High Price Strategy
Patents
Recovery of Investment
Short Life Span
Recovery of Investment
Large Profit
Multiple Choice Single Answer
Question
The uncontrollable environment is known as :-
Correct Answer
Macro Environment
Your Answer
Macro Environment
Multiple Choice Single Answer
Question
The demand for industrial products is :-
Correct Answer
Derived
Your Answer
Derived
Select The Blank
Question
The drop in price of individual product has effect of ________ demand.
Correct Answer
Shrinking
Your Answer
Increasing
Multiple Choice Single Answer
Question
Data for initial screening can be obtained from:-
Correct Answer
Secondary sources
Your Answer
Secondary sources
Select The Blank
Question
When purchase of industrial equipment is involved, the stage between manufacture and dispatch of goods is called ________.
Correct Answer
Inspection
Your Answer
Inspection
Multiple Choice Multiple Answer
Question
Questions asked in unstructured surveys bring about :-
Correct Answer
Priorities , Problems , Motives
Your Answer
Motives , Priorities , Problems
Multiple Choice Multiple Answer
Question
Stock carrying branches are useful for :-
Correct Answer
Bulk sales , Lowering fright charges , Speed of delivery
Your Answer
Bulk sales , Lowering fright charges , Speed of delivery
Multiple Choice Multiple Answer
Question
To push the company's products, advertising literature should point out advantages to the middlemen, such as :-
Correct Answer
Wide margins , Large sales potential , Rapid turnover
Your Answer
Wide margins , Large sales potential , Rapid turnover
Multiple Choice Single Answer
Question
The industrial buyers buy only when there are :-
Correct Answer
Strong economic benefits
Your Answer
Strong economic benefits
Select The Blank
Question
Senior marketing personnel from a supplier firm are usually involved in a ________ situation:
Correct Answer
New task buy
Your Answer
New task buy
Select The Blank
Question
The effect of the economic environment is not ________ across industries.
Correct Answer
Uniform
Your Answer
Uniform
Multiple Choice Single Answer
Question
Large industrial companies realize substantial cost savings is by having:-
Correct Answer
Centralized purchasing
Your Answer
Centralized purchasing
Multiple Choice Multiple Answer
Question
Industries involved in production of chemical & pesticides have to :-
Correct Answer
Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material
Your Answer
Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material
Select The Blank
Question
________ of supply is one of the important aspects buyers look for.
Correct Answer
Continuity
Your Answer
Continuity
Select The Blank
Question
Continuous efforts by sales person, result in developing friendship ________ & cooperation over a period of time between buyer & seller.
Correct Answer
Trust
Your Answer
Trust
True/False
Question
Sample size in industrial marketing research can be as large as in consumer marketing.
Correct Answer
False
Your Answer
False
Multiple Choice Multiple Answer
Question
Structured surveys are used to measure :-
Correct Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Your Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Multiple Choice Single Answer
Question
Many overseas companies are attracted to India for setting up manufacturing operations for industrial products on account of :-
Correct Answer
Cost competitiveness
Your Answer
Cost competitiveness
Multiple Choice Single Answer
Question
In an organisation, purchase division is made by:-
Correct Answer
People
Your Answer
Purchase committee
Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Working capital , Turnover Ratio
True/False
Question
An organization that is structured to serve the customer is the most optimally designed organizational structure.
Correct Answer
True
Your Answer
True
Multiple Choice Multiple Answer
Question
Profitability of any potential segment is measured by following criteria:-
Correct Answer
Market share , Market growth , Image
Your Answer
Market growth , Image , Market share
Multiple Choice Single Answer
Question
A broad and definitive statement that covers an organization’s purpose, values and distinctive competencies is called :-
Correct Answer
Mission
Your Answer
Mission
Match The Following
Question
Correct Answer
Your Answer
Mission statement
Corporate culture
Corporate culture
Target market
Right product
Right product
Cost reduction program
Price adjustment
Price adjustment
Promotion mix
Trade shows
Trade shows
True/False
Question
Public interest groups limit the freedom of suppliers & buyers.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
An alternative term used for industrial marketing is :-
Correct Answer
B2B marketing
Your Answer
B2B marketing
Multiple Choice Multiple Answer
Question
Services of trained experts is required for :-
Correct Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Your Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Select The Blank
Question
Computer systems help in the ________ of the findings of the research project.
Correct Answer
Presentation
Your Answer
Presentation
Multiple Choice Single Answer
Question
One example of operating supplies is:
Correct Answer
Paints and varnishes
Your Answer
Personal computers
True/False
Question
Most of public institutions prefer buying as per legal constraints.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
Direct costs are also referred to as :-
Correct Answer
Operating costs
Your Answer
Operating costs
Multiple Choice Single Answer
Question
Strengths and weaknesses of a firm can be derived through :-
Correct Answer
An internal environment analysis
Your Answer
An internal environment analysis
Select The Blank
Question
________ is the alternate name given to marketing research.
Correct Answer
Marketing intelligence
Your Answer
Marketing intelligence
Select The Blank
Question
Marketing research is used for making ________ projections.
Correct Answer
Sales
Your Answer
Sales
True/False
Question
The IT and BPO service industries in India are showing lower rates of growth compared to other industry sectors.
Correct Answer
False
Your Answer
False
True/False
Question
Service is one of the variables of vendor rating system.
Correct Answer
True
Your Answer
True
Multiple Choice Multiple Answer
Question
The common service requirements of Industrial buyers are :-
Correct Answer
Technical , Replacement parts , Delivery
Your Answer
Technical , Replacement parts , Delivery
Multiple Choice Single Answer
Question
The first step in managing the industrial product marketing system is :-
Correct Answer
Identifying the needs of customers
Your Answer
Identifying the needs of customers
Select The Blank
Question
A relative ________ product life span is a favourable condition for charging high price.
Correct Answer
Short
Your Answer
Short
Multiple Choice Single Answer
Question
Making an assessment of the competitors’ strengths and weakness is called :-
Correct Answer
Competitive position analysis
Your Answer
Competitive position analysis
Select The Blank
Question
The fundamental aspect of industrial marketing is that it addresses the needs and wants of ________.
Correct Answer
Business organizations
Your Answer
Business organizations
Multiple Choice Single Answer
Question
Factors affecting industrial pricing are :-
Correct Answer
Type of competition
Your Answer
Type of competition
True/False
Question
Use of IT tools like enterprise resource planning is helping industrial firms to improve productivity and efficiency.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
Funds spent on R & D to bring a new product into the market are :-
Correct Answer
Sunk Costs
Your Answer
Sunk Costs
Multiple Choice Single Answer
Question
Periodic analysis of an industrial buyer’s operations and purchase systems is necessary to :-
Correct Answer
Understand the changes in buy practices
Your Answer
Understand the changes in buy practices
Match The Following
Question
Correct Answer
Your Answer
Freight Equalization
Base Point
Base Point
Consumer Goods
Advertising & sales promotion
Advertising & sales promotion
High Price Strategy
Patents
Recovery of Investment
Short Life Span
Recovery of Investment
Large Profit
Multiple Choice Single Answer
Question
The uncontrollable environment is known as :-
Correct Answer
Macro Environment
Your Answer
Macro Environment
Multiple Choice Single Answer
Question
The demand for industrial products is :-
Correct Answer
Derived
Your Answer
Derived
Select The Blank
Question
The drop in price of individual product has effect of ________ demand.
Correct Answer
Shrinking
Your Answer
Increasing
Multiple Choice Single Answer
Question
Data for initial screening can be obtained from:-
Correct Answer
Secondary sources
Your Answer
Secondary sources
Select The Blank
Question
When purchase of industrial equipment is involved, the stage between manufacture and dispatch of goods is called ________.
Correct Answer
Inspection
Your Answer
Inspection
Multiple Choice Multiple Answer
Question
Questions asked in unstructured surveys bring about :-
Correct Answer
Priorities , Problems , Motives
Your Answer
Motives , Priorities , Problems
Multiple Choice Multiple Answer
Question
Stock carrying branches are useful for :-
Correct Answer
Bulk sales , Lowering fright charges , Speed of delivery
Your Answer
Bulk sales , Lowering fright charges , Speed of delivery
Multiple Choice Multiple Answer
Question
To push the company's products, advertising literature should point out advantages to the middlemen, such as :-
Correct Answer
Wide margins , Large sales potential , Rapid turnover
Your Answer
Wide margins , Large sales potential , Rapid turnover
Multiple Choice Single Answer
Question
The industrial buyers buy only when there are :-
Correct Answer
Strong economic benefits
Your Answer
Strong economic benefits
Select The Blank
Question
Senior marketing personnel from a supplier firm are usually involved in a ________ situation:
Correct Answer
New task buy
Your Answer
New task buy
Select The Blank
Question
The effect of the economic environment is not ________ across industries.
Correct Answer
Uniform
Your Answer
Uniform
Multiple Choice Single Answer
Question
Large industrial companies realize substantial cost savings is by having:-
Correct Answer
Centralized purchasing
Your Answer
Centralized purchasing
Multiple Choice Multiple Answer
Question
Industries involved in production of chemical & pesticides have to :-
Correct Answer
Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material
Your Answer
Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material
Select The Blank
Question
________ of supply is one of the important aspects buyers look for.
Correct Answer
Continuity
Your Answer
Continuity
Select The Blank
Question
Continuous efforts by sales person, result in developing friendship ________ & cooperation over a period of time between buyer & seller.
Correct Answer
Trust
Your Answer
Trust
True/False
Question
Sample size in industrial marketing research can be as large as in consumer marketing.
Correct Answer
False
Your Answer
False
Multiple Choice Multiple Answer
Question
Structured surveys are used to measure :-
Correct Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Your Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Multiple Choice Single Answer
Question
Many overseas companies are attracted to India for setting up manufacturing operations for industrial products on account of :-
Correct Answer
Cost competitiveness
Your Answer
Cost competitiveness
Multiple Choice Single Answer
Question
In an organisation, purchase division is made by:-
Correct Answer
People
Your Answer
Purchase committee
Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Working capital , Turnover Ratio
Industrial Marketing - 1
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Single Answer
Question
The first level of industrial marketing environment is called the :-
Correct Answer
Interface level
Your Answer
Interface level
Multiple Choice Multiple Answer
Question
When a firm introduces new product, a considerable amount is sunk into :-
Correct Answer
Research , Planning , Testing
Your Answer
Research , Planning , Testing
Select The Blank
Question
Non stock carrying branch offices are used as ________ sales head quarter.
Correct Answer
Regional
Your Answer
Local
Multiple Choice Single Answer
Question
The advertiser can formulate sales appeals that address prospective customer's problems and :-
Correct Answer
Responsibilities
Your Answer
Responsibilities
Multiple Choice Single Answer
Question
For the industrial manufacturer gross profit may be low on :-
Correct Answer
Bought out parts
Your Answer
Bought out parts
True/False
Question
When a manufacturer wishes to diversify his product line, he will need a channel that is flexible.
Correct Answer
True
Your Answer
True
Multiple Choice Multiple Answer
Question
Sales personnel should :-
Correct Answer
Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills
Your Answer
Have deep technical knowledge , Have good communication skills
Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer
Engine , Gear box , Clutch
Your Answer
Engine , Gear box , Clutch
Multiple Choice Multiple Answer
Question
Substantial cash outlay needs to be allocated for :-
Correct Answer
Training Salesmen , Building stock of raw materials , Providing information to customers
Your Answer
Training Salesmen , Building stock of raw materials , Setting up infrastructure
Multiple Choice Single Answer
Question
The facilitator of the process of interactions between a buyer and a banker are :-
Correct Answer
Bankers
Your Answer
Creditors
True/False
Question
Buyers, who are risk averse are good prospects for new product and concepts.
Correct Answer
False
Your Answer
False
Multiple Choice Single Answer
Question
The demand of consumer products can be increased by :-
Correct Answer
Advertising
Your Answer
Price cuts
Select The Blank
Question
A relative ________ product life span is a favourable condition for charging high price.
Correct Answer
Short
Your Answer
Long
True/False
Question
Car manufacturers make all the components of the car themselves.
Correct Answer
False
Your Answer
False
Select The Blank
Question
One of the current trends in Indian industrial companies is the aspect of ________ export growth.
Correct Answer
Higher
Your Answer
Higher
True/False
Question
Trade directories, government reports, company files are some of the sources of primary data.
Correct Answer
False
Your Answer
False
Multiple Choice Multiple Answer
Question
Industrial sales person must understand the :-
Correct Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Your Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Working capital , Turnover Ratio
Multiple Choice Multiple Answer
Question
What is a sales appeal?
Correct Answer
An argument , A fact , An idea
Your Answer
An argument , A fact , An idea
Select The Blank
Question
An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.
Correct Answer
Fewer
Your Answer
Fewer
Match The Following
Question
Correct Answer
Your Answer
Foreign market
Attractive returns
Attractive returns
Independent strategies
Resources
Restrictive
Cooperative strategies
Understanding
Understanding
Manipulative strategies
Restrictive
Resources
Multiple Choice Multiple Answer
Question
The following items fall under the category of manufactured items:-
Correct Answer
Stainless steel , Aluminium foil , Digital cameras
Your Answer
Stainless steel , Aluminium foil , Digital cameras
True/False
Question
Advertising and promotion expenses, as a percentage of total sales, are usually more for industrial products than for consumer products.
Correct Answer
False
Your Answer
False
Select The Blank
Question
The ultimate goal of business is to serve ________.
Correct Answer
Society
Your Answer
Shareholders
Select The Blank
Question
Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer
Three
Your Answer
Three
Multiple Choice Single Answer
Question
The marketer of standardized industrial goods gain objectives more effectively than non-standardized items because of the use of :-
Correct Answer
Price Strategy
Your Answer
Product differentiation
Select The Blank
Question
When a firm sells through a limited number of outlets, it is known as ________ distribution.
Correct Answer
Selective
Your Answer
Selective
Multiple Choice Single Answer
Question
A high price strategy can generate among customers, a substantial amount of :-
Correct Answer
Ill will
Your Answer
Dissatisfaction
True/False
Question
Most of public institutions prefer buying as per legal constraints.
Correct Answer
True
Your Answer
True
Match The Following
Question
Correct Answer
Your Answer
To expand product range to cover all types of computer peripherals
Plan
Mission
To become the No. 1 supplier in computer peripherals
Mission
Goal
To achieve a sales turnover of Rs. 500 cr. by 2008-09
Objective
Milestone
To reduce employee turnover from 30% to 25% in 1 yr
Goal
Plan
Multiple Choice Multiple Answer
Question
A company has to revise its pricing strategy when :-
Correct Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Your Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Multiple Choice Single Answer
Question
Rapport building requires special skills e.g. :-
Correct Answer
Human relations
Your Answer
Communication skills
True/False
Question
Some purchase decisions also depend on buyer's response to the seller's marketing stimuli.
Correct Answer
True
Your Answer
True
True/False
Question
The objective of the high price strategy is only to recover firm's investment speedily.
Correct Answer
False
Your Answer
True
Multiple Choice Single Answer
Question
The approach to selling by the sales force should be :-
Correct Answer
Professional
Your Answer
Professional
Multiple Choice Single Answer
Question
Research objectives are statements that :-
Correct Answer
Outline the aims of problem definition
Your Answer
Outline the aims of problem definition
Multiple Choice Single Answer
Question
Industrial Market Research is a systematic process of collecting data to :-
Correct Answer
Prepare actionable research report
Your Answer
Prepare actionable research report
True/False
Question
To get market feedback in industrial marketing marketing research is conducted frequently.
Correct Answer
False
Your Answer
False
Select The Blank
Question
Industrial marketer deals with ________ buyers than consumer marketer.
Correct Answer
Fewer
Your Answer
Fewer
Multiple Choice Multiple Answer
Question
A high price strategy is favoured under following conditions :-
Correct Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Your Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Multiple Choice Multiple Answer
Question
By reducing price, industrial marketers can :-
Correct Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Your Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Multiple Choice Multiple Answer
Question
When the price of a product goes down, the industrial buyer :-
Correct Answer
Changes his about prices , Waits for price to go down further , Enters the market & buys
Your Answer
Waits for price to go down further , Enters the market & buys
Select The Blank
Question
To overcome bad image, the companies have to go for ________ public relations program.
Correct Answer
Long term
Your Answer
Long term
Select The Blank
Question
The best advertising should be best in creativity, simplicity and ________.
Correct Answer
Uniqueness
Your Answer
Uniqueness
Select The Blank
Question
A first approximation of ________ benefit analysis is necessary before a detailed segmentation analysis.
Correct Answer
Cost
Your Answer
Cost
True/False
Question
Legal and economic risks may occur because of fraudulent advertising.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
Advertising objectives need to assist
Correct Answer
Marketing objectives
Your Answer
Marketing objectives
Multiple Choice Single Answer
Question
The first level of industrial marketing environment is called the :-
Correct Answer
Interface level
Your Answer
Interface level
Multiple Choice Multiple Answer
Question
When a firm introduces new product, a considerable amount is sunk into :-
Correct Answer
Research , Planning , Testing
Your Answer
Research , Planning , Testing
Select The Blank
Question
Non stock carrying branch offices are used as ________ sales head quarter.
Correct Answer
Regional
Your Answer
Local
Multiple Choice Single Answer
Question
The advertiser can formulate sales appeals that address prospective customer's problems and :-
Correct Answer
Responsibilities
Your Answer
Responsibilities
Multiple Choice Single Answer
Question
For the industrial manufacturer gross profit may be low on :-
Correct Answer
Bought out parts
Your Answer
Bought out parts
True/False
Question
When a manufacturer wishes to diversify his product line, he will need a channel that is flexible.
Correct Answer
True
Your Answer
True
Multiple Choice Multiple Answer
Question
Sales personnel should :-
Correct Answer
Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills
Your Answer
Have deep technical knowledge , Have good communication skills
Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer
Engine , Gear box , Clutch
Your Answer
Engine , Gear box , Clutch
Multiple Choice Multiple Answer
Question
Substantial cash outlay needs to be allocated for :-
Correct Answer
Training Salesmen , Building stock of raw materials , Providing information to customers
Your Answer
Training Salesmen , Building stock of raw materials , Setting up infrastructure
Multiple Choice Single Answer
Question
The facilitator of the process of interactions between a buyer and a banker are :-
Correct Answer
Bankers
Your Answer
Creditors
True/False
Question
Buyers, who are risk averse are good prospects for new product and concepts.
Correct Answer
False
Your Answer
False
Multiple Choice Single Answer
Question
The demand of consumer products can be increased by :-
Correct Answer
Advertising
Your Answer
Price cuts
Select The Blank
Question
A relative ________ product life span is a favourable condition for charging high price.
Correct Answer
Short
Your Answer
Long
True/False
Question
Car manufacturers make all the components of the car themselves.
Correct Answer
False
Your Answer
False
Select The Blank
Question
One of the current trends in Indian industrial companies is the aspect of ________ export growth.
Correct Answer
Higher
Your Answer
Higher
True/False
Question
Trade directories, government reports, company files are some of the sources of primary data.
Correct Answer
False
Your Answer
False
Multiple Choice Multiple Answer
Question
Industrial sales person must understand the :-
Correct Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Your Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Working capital , Turnover Ratio
Multiple Choice Multiple Answer
Question
What is a sales appeal?
Correct Answer
An argument , A fact , An idea
Your Answer
An argument , A fact , An idea
Select The Blank
Question
An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.
Correct Answer
Fewer
Your Answer
Fewer
Match The Following
Question
Correct Answer
Your Answer
Foreign market
Attractive returns
Attractive returns
Independent strategies
Resources
Restrictive
Cooperative strategies
Understanding
Understanding
Manipulative strategies
Restrictive
Resources
Multiple Choice Multiple Answer
Question
The following items fall under the category of manufactured items:-
Correct Answer
Stainless steel , Aluminium foil , Digital cameras
Your Answer
Stainless steel , Aluminium foil , Digital cameras
True/False
Question
Advertising and promotion expenses, as a percentage of total sales, are usually more for industrial products than for consumer products.
Correct Answer
False
Your Answer
False
Select The Blank
Question
The ultimate goal of business is to serve ________.
Correct Answer
Society
Your Answer
Shareholders
Select The Blank
Question
Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer
Three
Your Answer
Three
Multiple Choice Single Answer
Question
The marketer of standardized industrial goods gain objectives more effectively than non-standardized items because of the use of :-
Correct Answer
Price Strategy
Your Answer
Product differentiation
Select The Blank
Question
When a firm sells through a limited number of outlets, it is known as ________ distribution.
Correct Answer
Selective
Your Answer
Selective
Multiple Choice Single Answer
Question
A high price strategy can generate among customers, a substantial amount of :-
Correct Answer
Ill will
Your Answer
Dissatisfaction
True/False
Question
Most of public institutions prefer buying as per legal constraints.
Correct Answer
True
Your Answer
True
Match The Following
Question
Correct Answer
Your Answer
To expand product range to cover all types of computer peripherals
Plan
Mission
To become the No. 1 supplier in computer peripherals
Mission
Goal
To achieve a sales turnover of Rs. 500 cr. by 2008-09
Objective
Milestone
To reduce employee turnover from 30% to 25% in 1 yr
Goal
Plan
Multiple Choice Multiple Answer
Question
A company has to revise its pricing strategy when :-
Correct Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Your Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Multiple Choice Single Answer
Question
Rapport building requires special skills e.g. :-
Correct Answer
Human relations
Your Answer
Communication skills
True/False
Question
Some purchase decisions also depend on buyer's response to the seller's marketing stimuli.
Correct Answer
True
Your Answer
True
True/False
Question
The objective of the high price strategy is only to recover firm's investment speedily.
Correct Answer
False
Your Answer
True
Multiple Choice Single Answer
Question
The approach to selling by the sales force should be :-
Correct Answer
Professional
Your Answer
Professional
Multiple Choice Single Answer
Question
Research objectives are statements that :-
Correct Answer
Outline the aims of problem definition
Your Answer
Outline the aims of problem definition
Multiple Choice Single Answer
Question
Industrial Market Research is a systematic process of collecting data to :-
Correct Answer
Prepare actionable research report
Your Answer
Prepare actionable research report
True/False
Question
To get market feedback in industrial marketing marketing research is conducted frequently.
Correct Answer
False
Your Answer
False
Select The Blank
Question
Industrial marketer deals with ________ buyers than consumer marketer.
Correct Answer
Fewer
Your Answer
Fewer
Multiple Choice Multiple Answer
Question
A high price strategy is favoured under following conditions :-
Correct Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Your Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Multiple Choice Multiple Answer
Question
By reducing price, industrial marketers can :-
Correct Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Your Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Multiple Choice Multiple Answer
Question
When the price of a product goes down, the industrial buyer :-
Correct Answer
Changes his about prices , Waits for price to go down further , Enters the market & buys
Your Answer
Waits for price to go down further , Enters the market & buys
Select The Blank
Question
To overcome bad image, the companies have to go for ________ public relations program.
Correct Answer
Long term
Your Answer
Long term
Select The Blank
Question
The best advertising should be best in creativity, simplicity and ________.
Correct Answer
Uniqueness
Your Answer
Uniqueness
Select The Blank
Question
A first approximation of ________ benefit analysis is necessary before a detailed segmentation analysis.
Correct Answer
Cost
Your Answer
Cost
True/False
Question
Legal and economic risks may occur because of fraudulent advertising.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
Advertising objectives need to assist
Correct Answer
Marketing objectives
Your Answer
Marketing objectives
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